Apptio
Location: Tokyo, Japan
About the role
As an Apptio Enterprise Sales Professional, you will drive revenue growth by selling Apptio’s cloud-based financial and operational planning solutions to large enterprise clients in Japan. You will work closely with C-level executives to understand their business challenges and position Apptio as the trusted partner for technology business management (TBM) and IT financial management (ITFM).
Responsibilities
- Develop and execute a territory sales plan to achieve quarterly and annual revenue targets.
- Identify, qualify, and close new business opportunities within assigned accounts.
- Build and maintain strong relationships with key decision-makers, including CIOs, CFOs, and IT finance leaders.
- Collaborate with marketing, sales engineering, and customer success teams to ensure seamless customer experiences.
- Deliver compelling presentations, demonstrations, and proposals tailored to customer needs.
- Stay current on industry trends, competitive landscape, and Apptio’s product roadmap.
- Provide accurate forecasting and pipeline management in CRM (Salesforce).
Requirements
- Proven track record in enterprise software sales, preferably in SaaS or IT financial management solutions.
- Experience selling to C-level executives in large organizations.
- Strong understanding of IT finance, cloud cost management, or technology business management (TBM).
- Ability to work independently and manage a complex sales cycle from prospecting to close.
- Fluency in Japanese and English (business-level proficiency).
- Bachelor’s degree or equivalent experience.
Skills
- Excellent communication, negotiation, and presentation skills.
- Strategic thinking with a focus on customer success and long-term relationships.
- Proficiency in CRM tools (e.g., Salesforce) and sales productivity tools.
- Resilience and adaptability in a fast-paced, quota-driven environment.
Location: Petaling Jaya, Malaysia
About the role
As an Apptio Subscription & Annuity Rep, you will be responsible for managing and growing recurring revenue from existing Apptio customers in Malaysia. You will focus on renewals, upsells, and cross-sells of Apptio’s cloud-based solutions, ensuring customer satisfaction and retention while maximizing contract value.
Responsibilities
- Own the renewal process for assigned customer accounts, ensuring timely contract renewals and minimizing churn.
- Identify opportunities for upselling and cross-selling Apptio solutions to expand customer adoption.
- Collaborate with customer success managers to address customer needs and drive product usage.
- Develop and maintain strong relationships with key stakeholders, including IT, finance, and procurement teams.
- Work closely with sales, marketing, and product teams to align on customer expansion strategies.
- Provide accurate forecasting and pipeline updates in CRM (Salesforce).
- Monitor customer health metrics and proactively address risks to retention.
Requirements
- Proven experience in subscription sales, account management, or customer success in the SaaS industry.
- Track record of achieving or exceeding revenue targets in a quota-driven role.
- Strong understanding of IT financial management, cloud cost optimization, or related domains.
- Ability to build trust and credibility with customers at all levels of an organization.
- Fluency in English; additional languages are a plus.
- Bachelor’s degree or equivalent experience.
Skills
- Excellent relationship-building and negotiation skills.
- Analytical mindset with the ability to interpret customer data and identify trends.
- Proficiency in CRM tools (e.g., Salesforce) and Microsoft Office suite.
- Self-motivated with a results-driven approach.
Locations: Multiple U.S. cities (remote or hybrid options available)
About the role
As a Senior or Principal Outbound Product Manager at IBM, you will lead the product strategy and go-to-market (GTM) efforts for a portfolio of IBM’s hybrid cloud and AI solutions. You will work closely with engineering, design, marketing, and sales teams to define product positioning, messaging, and enablement strategies that drive adoption and revenue growth. This role is ideal for a strategic thinker with a passion for technology and a track record of launching successful products in enterprise markets.
Responsibilities
- Define and execute the outbound product strategy for assigned IBM solutions, including hybrid cloud, AI, or automation products.
- Collaborate with engineering and design teams to prioritize features and ensure alignment with market needs.
- Develop compelling product messaging, positioning, and value propositions for target audiences (e.g., CIOs, IT leaders, developers).
- Create and deliver product enablement materials, such as sales decks, battle cards, demos, and training programs.
- Partner with marketing to drive demand generation, including campaigns, webinars, and thought leadership content.
- Work with sales teams to identify customer pain points and refine GTM strategies.
- Analyze market trends, competitive landscape, and customer feedback to inform product roadmaps.
- Represent IBM at industry events, conferences, and customer meetings.
Requirements
- 7+ years of experience in product management, with a focus on outbound GTM or product marketing for enterprise software.
- Proven track record of launching and scaling products in hybrid cloud, AI, or automation markets.
- Strong understanding of enterprise IT challenges, including cloud migration, AI adoption, and digital transformation.
- Experience collaborating with cross-functional teams, including engineering, marketing, and sales.
- Excellent written and verbal communication skills, with the ability to simplify complex technical concepts.
- Bachelor’s degree in Computer Science, Engineering, Business, or a related field; MBA or advanced degree is a plus.
Skills
- Strategic thinker with a customer-centric mindset.
- Ability to influence and align stakeholders across multiple teams.
- Proficiency in data analysis and tools (e.g., SQL, Tableau, or similar).
- Experience with Agile and product development methodologies.
- Passion for technology and innovation in enterprise markets.